















A TRUE STORY 


OF 

TWO WORLD CHAMPIONS 

BY 

OLIVER CABANA, JR 

u 



DONE INTO A BOOKLET FOR THE 
BUFFALO SPECIALTY COMPANY 
BUFFALO, NEW YORK 









COPYRIGHT, 1918, 
BUFFALO SPECIALTY COMPANY 
BUFFALO, N. Y. 


Second Edition 


JAN -2 1919 

©CI.A5J 1 218 


"H-O j 


FOREWORD 


is an absolutely true story of the making of 
€ J two great world records and of the incidents and 
contributing causes which led to material success 
in my life. The few characters introduced are real and 
their correct names are given. 


I have made the narrative as brief as possible and in it I 
believe the student will find much that will assist in the 
attainment of substantial business success. 

I repeat , this is a true story , every word. It is the story 
of a part of my business life and I have lived every inci¬ 
dent of it , 

Allow me , therefore , to offer you the story of Liquid 
Veneer , a^dream come true," and of Segis Fayne Johanna , 
the World Wonder Cow—two outstanding world records , 
how they were made , and how they became associated 
together. 















<*Z A TRUE STORY OF 
TWO WORLD CHAMPIONS 


CHAPTER I 

HAT has the Champion Cow of the World, 
Segis Fayne Johanna, to do with Liquid 
Veneer? In answering that question, I am 
going to take you back, for just a few 
moments, into my early life and relate 
to you, briefly, some personal incidents 
and early circumstances which, besides 
gradually making clear to you the experiences through which 
I passed in leading up to the making of these great World 
Records, will, I hope, prove of assistance to others in attaining 
success in life. 

When a child, living with my parents at Island Pond, Vermont, 
I was greatly interested in fairy tales, but the pleasure I derived 
from hearing them read or having them related to me was 
almost counterbalanced by the keen disappointment I felt 
when I learned that fairy tales were not true stories. I recall 
that I frequently had a strong feeling of wonderment as to 
why people could not make them come true. 

Even before I was old enough to go to school, I was very fond 
of sitting in the room with older people, when we had company, 
and hearing them relate their various experiences, particularly 
those connected with their business affairs and farm work 
Before my school days began, a great era set in for me. My 

3 




















A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


sister procured a publication that contained a story of the suc¬ 
cess of John Wanamaker, as a retail merchant. At last here 
was a true story, quite as fascinating as any fairy tale—the 
experiences and success of a great merchant. Ah, how I enjoyed 
that story and asked that it be read to me over and over again. 
<[ I remember very distinctly one of my very earliest ambitions 
and it may not be amiss to relate it here. 

Shortly after I began going to school, when returning home 
one afternoon, I stopped to see my father, who was a mechanical 
blacksmith, working for a railroad company. It was then that 
I saw, for the first time, a stationary engine and boiler driving 
the machinery for sawing cord wood, which was the only fuel 
used by the locomotives in our section at that time. 

This engine was used to run a circular saw and it seemed to 
me then, a youngster of less than seven years old, nothing less 
than a marvel. I was fairly rooted to the spot and took in every 
operation; witnessed the young engineer, A1 Needham, throw 
wood into the fire box, saw him shut off the valve and stop 
the engine and noticed his turning it on again to start it I 
also learned that the engineer was paid the fabulous sum of 
$1.25 per day. Right here, I think I may safely say that no 
remuneration has ever looked as big as that to me sine z 
After a half hour’s careful inspection I returned to where my 
father was working and told him that I now understood all 
about the work, was capable of becoming an engineer, and 
asked him if he could not arrange to get me the job. 

I was bitterly disappointed when I realized that I failed to 
impress my father with my assurances that I was perfectly 
competent to hold the position and to earn that $1.25 per day. 
C. About this time I had the opportunity of visiting the general 
store of Bartlett & Robinson, in the village, some little distance 
from the farm on which we lived, and I learned from my mother 
that Mr. Bartlett, the senior member of the firm, had organized 
the business, had made a lot of money and had left his home 
town, Island Pond, for larger fields of endeavor He still 
retained his interest in the general store and reports were 

4 



A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


The Cabana Homestead, near Island Pond, Vermont 


to the effect that he was developing into a wonderful business 
man and was accumulating a vast fortune in the great West. 
C. To me, this was another inspiration. Here again was a 
fairy tale coming true and almost right before my eyes. Surely, 
John Bartlett was not a myth; though I had never seen him, 
was not his name upon the sign above the door—“ Bartlett 
& Robinson so There were evidences of his work on every 
hand and the story of his success, as related to me by my 
mother, was one of the greatest inspirations I ever received. 
To me, John Bartlett was a marvel of successful manhood, 
a captain of industry, a demigod ! As I grew older and talked 
with the inhabitants of the village I came to realize more fully 
than ever that John Bartlett was a living, breathing, successful 
man—the second man of whom I had ever heard as making 
a fairy tale come true. 

I can recall that through it all there gradually developed within 
me a feeling and determination that I was some day going to 
make a fairy tale come true on my own account and that I 
was going to become a successful business man. 

I could tell of many incidents and experiences which might 
prove of more or less interest to the young man starting out, 

5 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


but on account of limited 
space, I will relate but a few 
from which it will be apparent 
that I was observant and am¬ 
bitious. 

When I was eleven years 
old—I recall the age because 
it was the Centennial Year— 
there were born, on our farm, 
two male calves, which I 
remember I prevented from 
going to the butcher’s by 
obtaining my father’s consent 
to raise and train them for 
use as oxen on the farm 
I made a small pine yoke that 
was very light and those two 
calves were yoked together 
and walked around in that 
way when they were no more than a week old. It is needless to 
say that I never had any trouble training them, because they 
grew up as though they fully understood that their lot in life 
was to wear a yoke, at least a goodly portion of the time 
The following spring, when yearlings, they did a lot of the 
light work about the farm and proved, in busy times, a very 
important addition to our little establishment. As two-year- 
olds they were a great team and did all of the farm plowing 
as well as a great deal of other work. 

The time came when I wanted to attend the village school, 
instead of the country “ district school,” and as the rigor of 
our Northern winters made it uncertain about being able to 
attend regularly, the roads often being impassable, I secured 
a position as lamp-boy at the hotel near the school, doing my 
work night and morning and attending school during the day. 
For remuneration I received my board and lodging. 

During the summer vacation, when I was eleven years old, 

6 



Oliver Cabana, Jr., at 15 years of age. 





I hitched up the old bay mare, “ Kate,” to a wagon of ancient 
date, which I had spruced up as best I could, tacked two home¬ 
made tin signs on the sides, lettered “ Job Team ” (doubtless 
feeling that the horse and wagon constituted quite a “ team ”), 
and proceeded to become a competitor of the village cartman, 
with a little success and a whole lot of experience. 

The following winter, when twelve years old, I took a “ con¬ 
tract ” to haul green cord wood from a mountain top to the 
general store of Bartlett & Robinson; and while it was pretty 
strenuous work, both for a twelve-year-old boy and an old 
bay mare, we both managed to pull through all right with quite 
a little balance in our favor when springtime arrived. 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


I recall that during the fall of 1876 I answered an advertise¬ 
ment in a country newspaper, for agents to take subscriptions 
for the “ Home and Fireside Magazine,” published in Port¬ 
land, Maine. This was a monthly publication. The subscription 
rate was $1.00 a year and a premium of four “ wonderful ” 
chromos was given to each subscriber. 

After some correspondence with the publishers I accepted 
their proposition. Upon receiving my samples I started out 
after doing my morning “ chores ” to canvass the village. 
My commission was to be thirty per cent, and I met with 
considerable success, taking seventeen subscriptions that day, 
at a profit of $5.10, returning home in time for evening “ chores ” 
a pretty proud boy. 

In doing my canvassing I had kept carefully away from friends, 
because I feared that I might make a failure of it and I desired 
to have the failure, if it came, of the least possible personal 
annoyance a* a— 

After my first day’s successful experience, I became braver 
and did not hesitate to call upon acquaintances and solicit 
their subscriptions. I remember, distinctly, screwing up my 
courage sufficiently to call upon Mr. George W. Lang, a suc¬ 
cessful farmer and dairyman, whose son, Chester, was a school 
chum of mine. As we were in very moderate circumstances 

7 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


and the Langs were considered quite “ well off,” I always looked 
upon my chum’s family with considerable awe. 

When I was ushered into the “ parlor ” to solicit Mr. Lang’s 
subscription, I found him seated at a desk doing some writing. 
It was the first time I had been in that particular room and it 
rather over-awed me to see the successful dairyman at his 
desk and to observe what at that time seemed like a very 
expensive carpet and very fine furniture. 

I made known my business and was received quite cordially, 
but when I requested his subscription his reply was a quiet 
laugh and the remark: “Well, Oliver, Chet, tried canvassing 
some time ago and made a failure of it; never got a single 
subscription. I laughed at him both before and after the effort 
and now I guess I ’ll have to laugh at you.” 

My answer was, “ But, Mr. Lang, I’ve got a great inducement 
here, and to prove it, yesterday I took seventeen subscriptions 
and made a profit of $5.10 in about six hours’ work, after my 
chores.” 


How well I remember his astonishment and reply. Quickly 
swinging around in his chair, first glancing at me over his 
glasses and then transferring his gaze to his son Chester, 
who was about my age, he exclaimed, “ Great Scott, Oliver, 
you don’t tell me! $5.10 profit! Is that so? Surely it’s no 
laughing matter, unless I laugh at Chet, again.” 

I did not come away with his subscription, for he was a close 
figurer, but something seemed to tell me that I had the unqual¬ 
ified business approval of that hard-headed, prudent business 
man, and the feeling was by no means a disagreeable one. 
CL The last incident I can recollect of my boyhood farm life 
was that in the vacation season of 1879, when I was fourteen 
years old, I took a contract to clear “ Bobcat Hill ” of a lot 
of underbrush and third growth timber that the land might 
be put to some use. I took great pleasure in converting this 
useless land into pasture or tillable condition. I had to wait 
for my pay on this “ contract ” and never personally collected 
it, but left it, as I did my other earnings, to my parents, as I 

8 


was soon to be called to what we then termed “ Out West." 
C. I had relatives, two half-brothers, in Buffalo, N. Y., and 
one of them, knowing of my desire to get into a larger field, 
secured a position for me in the manufacture of leather belting 
and leather axle-washers. 

I did not wait to find out what the compensation would be, 
but after strenuous efforts I finally won the consent of my 
parents to leaving them, and on October 1st, 1879, after get¬ 
ting through with my land-clearing contract and drawing in 
the last load of buckwheat which I had harvested, I left our 
little hill farm for the “ West ’’—the great City of Buffalo, N. Y. 
d With my transportation bought, a handbag containing an 
extra suit of clothes and other necessities and $2.00 in my 
pocket, 1 started on my journey to greater things. Three days 
later 1 was gazing on the wonderful city of Buffalo, all so strange 
and new to me—a fourteen-year-old lad with a total cash capital 
of thirty-seven cents, all the money I had in the world so so 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


CHAPTER II 


COULD write a book on my early experi¬ 
ences in Buffalo, telling how I started in 
at $3.00 per week and paid it all for board, 
how I began work at 6 :30 A. M. and usually 
finished at 7 :00 P. M., how I picked up odd 
jobs to earn a little extra money, how I 
never borrowed a cent and for five years 
off, never was late once and never had a 
more, I never thought of taking a day off, 
nor of taking a vacation and would never have forgiven myself 
had I been late. My work was my pleasure and how enthusiastic 
and determined I was ! 

As soon as my pay increased I used the first twenty dollars 
saved to pay for a winter term’s tuition in the night school 
of Bryant and Stratton. Step by step, I became foreman, then 

9 






A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


shipping clerk, assistant bookkeeper, bookkeeper and office 
manager, all the while keeping my eye on the job ahead and 
preparing for it. At the age of nineteen, I was office manager 
and the firm showed a profit for the first time in its history, 
if I do say so myself. 



Office and factory force, Buffalo Specialty Company, 1894 


But mismanagement was rampant throughout the organization 
and just as soon as the opportunity presented itself, I went into 
business for myself, the while keeping my old position as book¬ 
keeper. It was then, in 1885, that I organized the Buffalo 
Specialty Company for the manufacture and sale of specialties. 
C. My total savings at the age of twenty were $480 and this 
I put into the business. Among the articles we manufactured, 
in fact the principal one we began with, was a patented belt- 
fastener, the invention of my half-brother. We incorporated 
the Company for $5,000, he putting in his patent at $4,000 
I was to get $5.00 per week for my work nights in running the 
Company and this was to remain to my credit until I had enough 
to take up my stock in the sum of $1,000. 

For a time I continued my position as bookkeeper, for which 
I received, during the last two years, the sum of $1,000 per 

10 




annum. I attended to the business of the Buffalo Specialty 
Company at the same time by doing the work evenings, and was 
ably assisted by my young brother, Leon M. Cabana, a boy of 
fifteen. He packed the goods, labeled the boxes, took them to 
the freight house in a hand-cart, charged them up on the books, 
made out the invoices, swept the office, and received $3.00 
per week for his work. He became a very capable business 
man, whom everybody loved and respected. He had much 
to do with the success of the business, but, alas, we lost him 
in 1901, when but thirty-one years old. His connection with 
the business now seems like a dream and is a sweet, sad 
memory $&■ 

The little Company made money from the very beginning, 
not in large sums, but we were forging ahead steadily all the 
time. In June, 1886, at the age of twenty-one, I was married, 
and as our little business was prospering, I determined the 
following January to resign my position with the firm in whose 
employ I was and devote all my energies to our new Company, 
d. The following year, in 1887, I bought out my half-brother’s 
interests in the Company, agreeing to pay him the sum of $8,000 
therefor. I paid him $1,000 in cash and gave him promissory 
notes, payable at the rate of $1,000 per year, with six per cent 
interest per annum, put up all of my stock in the Company as 
collateral security and placed a second mortgage on my little 
home, there already being a first mortgage on it. 

Now that I was devoting my entire energies to the work, both 
night and day, the business went forward much more rapidly 
and I paid more than one-half of my indebtedness the first full 
year following the date of my purchase. 

During my early struggles I never borrowed any money from 
friends, never had a friend’s endorsement on a note. As I never 
inherited any money, the $480 was the total sum I had to start 
with, which sum I had saved from my wages. Moreover, all 
that I have ever owned has come from the earnings of the 
Buffalo Specialty Company, and that $480. 

Right here let me say to the young man or young woman 

11 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


desiring to enter business life, that there are, in my opinion, 
a few underlying principles that absolutely must be observed 
if the maximum of success is to be attained. These principles 
are embodied in the following: 

FORMULA FOR SUCCESS 


First. Ambition. Cultivate Ambition. Desire to do things worth 
while. Whatever you undertake as your lifework, determine to 
become an important factor in it. Determine to get to the 
very top, if possible, and never falter, but stick to your 
determination, whatever comes. 

Second. Industry. Work! Work! Work! Cultivate a love for 
your work and you will be surprised to find how fascinating 
it soon becomes. 

Third. Honesty. It has been well said that “ Honesty is the 
best policy.” Any man or woman building up a business on 
absolute honesty is building up a foundation that is impreg¬ 
nable and absolutely necessary to permanent and sustained 
success so so 

Fourth. Consideration for Others. In the sale of your goods 
or your services, always consider “ the other fellow.” He may 
not consider you, but two wrongs do not make a right, and by 
considering him not only will you win him over in the long run 
but you will win him over to you permanently, and you will 
have the satisfaction of setting him a good example of broad 
business dealings and possibly of seeing him imitate the ex¬ 
ample you have set and thus become a better citizen. 

Fifth. Ability to Stand Prosperity so Finally, if you attain to 
success, in order to make that success permanent, you must 
be able to stand prosperity. A person becoming successful 
and accumulating means takes on added responsibilities and 
duties and the permanence of his success and prosperity de¬ 
pends upon the manner in which the new responsibilities are 
met and the added duties discharged. 


12 


CHAPTER III 


URING the first ten years the Buffalo Spe¬ 
cialty Company continued to prosper to quite 
a pronounced degree ; new articles of manu¬ 
facture, especially along mechanical lines, 
were added from time to time, but it was 
always my ambition to manufacture an 
article of daily use in homes—an article 
could be built up to large proportions so so 
In 1895 we commenced the manufacture of a very good furni¬ 
ture polish, because I realized that there was not a single polish 
nationally known and largely sold, on the entire market. While 
we had a very good article, it was just a furniture polish, and 
though we advertised it considerably and made many sales, 
it did not repeat; like many other furniture polishes that “ come 
and go ” it did not seem to justify any further expenditure or 
effort, and as a result we discontinued its manufacture. 

This was the first failure I had ever encountered and I did 
not like it one bit. No matter how busy I was with other things 
that failure was constantly bobbing up before me. Here was 
one of my fondest dreams, a fairy tale that had not come true. 
In days gone by thousands of preparations had been offered 
to the public for polishing woodwork and furniture, but a 
national success had never been scored. To achieve a result 
which so many others had failed to accomplish and in which 
we, ourselves, had failed, became my greatest ambition so so 
After a few years of research work and ceaseless experimen¬ 
tation, goaded on by the smarting of our first failure and defeat, 
there came to us a discovery, a new idea: a new preparation 
was produced, a preparation the like of which had never before 
been known in all the world. 

I am telling, in a few lines, what it took years of anxious effort, 
research, experimenting and the expenditure of large sums 
of money to accomplish. But what an accomplishment it was ! 

13 











A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


CL Here was a liquid, entirely different from any furniture 
polish that had ever been known, a preparation that instantly 
and with almost no labor on the part of the user would trans¬ 
form the furniture and woodwork of the mustiest, dullest room 
in the world into one of polished cleanliness, sanitation and 
beauty and leave a perfectly dry surface, free from oil and 
grease, making old furniture and woodwork look just like new. 
d But it did not stop there ! Almost endless experiments 
showed that the preparation would feed or nourish the varnish 
of pianos, furniture and woodwork and make the finish last 
very much longer, improving its appearance all the time instead 
of forming damaging incrustations—the trouble with most oil 
polishes and furniture polishes. 

Ah, but those were happy days, those days of discovery and 
resultant anticipation ! The result of those first trials seemed 
almost too good to be true. For instance, we found that a small 
quantity of this new preparation, used on a piece of ordinary 
cheese cloth, in the hands of an entirely unskilled person, 
would produce results so closely approximating the work of 
an expert refinisher that people, upon entering a room where 
our new preparation had been used, were often led to believe 
that refinishing, at a large expense, had actually been done, 
and found it hard to believe that such a transformation could 
actually be wrought in a few minutes’ time, at an expense of 
a few cents. 

While the new product was found to give excellent results 
on ordinary furniture and finishes, it was also discovered that 
the finer the original finish, the more marvelous the results 
appeared to be. That is why, in later years, our advertising 
has frequently featured a woman using the liquid on a piano 
or victrola. Of course, no mere furniture polish or oil polish 
should ever be allowed to touch such expensive articles, as 
great damage is liable to result. All of our experiments clearly 
proved that our new discovery was beneficial and actually 
increased the lasting quality of the most expensive finishes ever 
produced, and naturally we were highly elated over our discovery. 

14 


But that which I believe delighted us the most was finding 
that in cases where the surface had become incrustated, as 
the result of furniture polish or wax preparations, the new 
liquid would remove these incrustations and restore the old 
finish to its former appearance. 

In other words, we found that it would actually repair the 
damage done by oil, wax, or other similar polishes. This indi¬ 
cated very clearly that the new preparation did not merely 
glass over the dust, dirt and discolorations, but that it entirely 
removed all those foreign substances, leaving the surface im¬ 
maculately clean, the original finish smooth, dry and beautiful. 
C. One of the tests which interested me most and which proved 
its almost unbelievable cleansing qualities was a simple one, 
as follows : 

We washed a polished surface with soap and water until it 
seemed thoroughly clean; we then took a piece of cheese cloth, 
wet it moderately with the new preparation and rubbed the 
surface just washed; upon examining the cloth it was found 
black from dirt which it had picked up from that supposedly 
clean surface, proving this polish the most marvelous cleanser 
the world has ever known. 

The reader will appreciate the tremendous importance of this 
when I explain that, as wood finishers know, the tendency 
of all furniture and finished woodwork is to accumulate what 
experts term a “ bloom ”—which may be familiarly called 
mistiness, cloudiness or bluish smokiness. It is really a sort 
of greasy film that accumulates dust and dirt. It seems to be 
atmospheric and unavoidable. I was told by the best wood 
finishers that there was no remedy for this except to remove 
the varnish and put on an entirely new finish. 

Imagine my surprise and delight when I found that our new 
discovery would entirely remove that bloom; that it was a 
veritable “ bloom remover;” yes, a great deal more than that, 
because it was found that while removing the “ bloom ” it 
left a very minute quantity of nourishment or food for the 
varnish, in finely balanced proportion. 

15 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


Here, at last, was a truly world-record article; an article which 
met every single one of our searching and exhaustive tests 
and experiments, even beyond our highest hopes. Here, at 
last, was an article that could be readily demonstrated to be 
the most remarkably effective cleansing and renewing prepa¬ 
ration that the world had ever produced, the first long step 
toward the world record that was to follow. 

With the perfecting of this great preparation, we were con¬ 
fronted with the problem of giving it a suitable name, and it 
surely was a problem. For instance, to be registerable in the 
Patent Office as a trade-mark and thus be legally protected 
from infringement, a name must not be descriptive of the 
article. To be successful, any article, no matter how good, 
ought to have a good name—a name that is euphonious, well 
balanced, distinctive and easily remembered. C, To select a 
suitable name for so great a commodity was another long, 
tedious task. 

Our Mr. Egbert T. Brown, knowing how determined I was 
to give this great preparation a truly worthy name, and realizing 
the countless number of names that had been considered and 
rejected, timidly suggested a new one—“ Liquid Veneer.” 
C. Eureka! Just the thing! Could anything be more perfectly 
appropriate? Six letters in each word, and therefore well bal¬ 
anced. Six of those letters vowels, making the name smooth, 
pleasant and euphonious of pronunciation. Both simple and 
well known English words and, therefore, easily remembered. 
“ Liquid ” is a well understood word and “ Veneer ” is well 
known as a covering of wood and consequently a “ solid ” 
and the direct opposite of “liquid”; therefore, when used 
together the two words are contradictory and far from descrip¬ 
tive, while at the same time arbitrary, fanciful and clearly 
registerable as a trade-mark. 

At last! That wonderful home-beautifier, that great boon 
to housewives, was christened “ Liquid Veneer,” a truly 
wonderful name, a name destined to become famous through¬ 
out the entire world s* 


16 


NATION 


Now for the next step. I 
wanted to find a suitable 
design or display that would 
make the name attract and 
appeal to the eye when 
seen in print, as well as to 
excite curiosity — a design 
which when published in a 
periodical, would, if possi¬ 
ble, dominate the page; so 
I simply tilted the letters of 
those two words, thus: 

This also proved 
to be a happy thought as the 
reader will easily observe, by 
looking at any of our smaller 
ads which appear on the same 
page with others, that those 
two simple, well balanced 
words, expressed in tilted 
letters, invariably dominate 
the page on which they are 
published. 

I fully realized that Liquid Veneer would, especially at first, 
be likely to be classed with furniture polishes, particularly 
before the public gave it a trial and realized how far superior 
it was to any furniture polish that had ever been made s— 
When we offered Liquid Veneer to the trade at the fifty-cent 
price, there was a storm of disapproval, because jobbers and 
dealers were doing exactly as we had feared—classing it as 
a furniture polish and they wanted to sell it at furniture polish 
prices s©* 

We were told that it would never sell at fifty cents. “ Put it 
up in a smaller bottle,” they said, “ and sell it at twenty-five 
cents.” 

But we firmly stood our ground, used only the very best in- 

17 


127 

e naturally lessened. In such 
nerous disease germs that infest the 
- a good opportunity to give us colds, 
"•ulosis, and many other chronic diseases. 

do to 
pleasant 
Form the 
i having the 
joms in which 
ad our time as 
like out-of- 
sphere as 
In summer 
juld be done 
ng doors and 
s. But even 
weather some 
Keep both 

because SO Girl dusting with a cloth moistened in liquid 
dust enters. veneer »S A •» * <• i'f "! * 

•"’ise such a practice is! A few moments’ 
"ust cloth will remove the dust, but how 
for the vigor lost by rebreathing the 
** to tell. Many persons 

edicines. 

Extract from Supervisor C. N. Millard’s 
Text-Book on Health and Hygiene, 
recommending Liquid Veneer 



A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 







A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


gredients that money could buy and told all who wanted a 
twenty-five-cent article that they could not get it in Liquid 
Veneer; and let me say right here that I believe this had very 
great influence in bringing the public generally to a realization 
that Liquid Veneer is a complete departure from old-time 
failure products and that it is entirely different from furniture 
polish so so 

It was nearly ten years afterwards when, owing to the increasing 
volume of business that enabled us to buy raw materials in vast 
quantities at somewhat reduced prices, the public had pretty 
generally come to recognize the fact that Liquid Veneer is not 
a furniture polish, that we finally put up a four-ounce bottle 
at twenty-five cents. At the same time we increased the fifty - 
cent bottle from eight to twelve ounces, making the fifty-cent 
bottle contain three times as much Liquid Veneer as the 
twenty-five-cent size so so 

The phrase, “ Price 50c—Worth $50.00,” was a masterstroke 
because it is absolutely true; in fact, in some cases, it con¬ 
siderably understates the actual value that can be had from 
the use of a fifty-cent bottle of Liquid Veneer and we have 
known of innumerable instances to prove it. 

Space forbids my telling about many of these instances, but 
I will mention a couple as typical of the experience people are 
having with Liquid Veneer. 

The mahogany- and- gold-finished peacock-room of the Gen¬ 
esee Hotel, Buffalo, N. Y., which is, in fact, their cafe, was 
about to be entirely refinished and patrons were to be sent 
upstairs into an improvised dining-room until the room was 
finished, which was expected to cover a period of about three 
weeks’ time. 

Upon learning what was contemplated, I approached one of 
the men in authority and told him he could entirely save that 
expense, turmoil and trouble to the management, as well as 
the discomfort to their patrons and the consequent loss of trade, 
if he would use a few bottles of Liquid Veneer to renew the 
interior of the room. He immediately acted upon the suggestion 

18 


and got three or four of the waiters to do the work after mid- A TRUE 
night, requiring only a few hours’ time. STORY OF 

The room was entirely “done over;” the mahogany finish TWO 
looked brand new; the gold leaf at the top of the massive col- WORLD 
umns and elsewhere, formerly badly tarnished, was now as CHAMPIONS 
bright, clear and new as the day it was put on; all made so 
by going over the surface with cheese cloth moistened in Liquid 
Veneer, the simple operation being done by waiters, men en¬ 
tirely without previous experience. 

I will cite just one more instance—I have thousands and thou¬ 
sands of similar testimonials among our records. This one 
can best be told by publishing the letter, as follows : 

“ Buffalo Specialty Company, Buffalo, N. Y. 

Gentlemen: 

Please find enclosed check in full for the Liquid 
Veneer sent us some time ago. We have made the fixtures 
in our store look just like new, and two pennies’ worth of 
Liquid Veneer on a fine, shelf-worn guitar, made it look 
so new that we put the regular price on same and sold it 
for Six Dollars more than we had been holding the instru¬ 
ment for, for twelve months. One bottle of Liquid Veneer 
is worth One Hundred Dollars to any store, office, school 
or home. 

Respectfully yours, 

SANDERSON & COMPANY, 

Paducah, Ky.” 

In connection with Sanderson 8c Company’s reference to the 
use of Liquid Veneer in schools, we invite your attention to 
the illustration on page 17, of a clipping taken from C. N. Mil¬ 
lard’s Text Book on Health and Hygiene, showing a girl dusting 
with a cloth moistened in Liquid Veneer. This book was written 
as a text book for use in schools throughout the country 
Right here I want to make perfectly clear a point that is liable 
to be misunderstood or misconstrued. Liquid Veneer does not 
refinish in the sense that the word is ordinarily understood; 

19 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


that is, it does not act like a varnish or leave any coating or 
incrustation. What it does is to remove all foreign matter, 
including dust, dirt and discolorations, and bring out the full 
beauty of the original finish by nourishing and reviving it 
If a piece of furniture or woodwork never had a good finish 
Liquid Veneer will not materially improve it. If the varnish 
is all worn off, Liquid Veneer will not restore it; but if the finish 
was originally good and has become dull and tarnished, Liquid 
Veneer will clean, revive and renew it in a way that seems 
almost magical. 

In the booklet entitled “ The Proper Care of Your Furniture,” 
Walter K. Schmidt, an eminent authority on the subject of 
wood finishes, goes into the subject very thoroughly and calls 
attention to the points of superiority of Liquid Veneer as a 
cleaner and renewer of finishes. This booklet has had a wide 
circulation, requests having been received for it from all parts 
of the country. 

I will not go into the details of the manner in which we financed 
the enterprise and planned the advertising campaign which 
was to introduce Liquid Veneer into 
every nook and corner of the world. 
Truth is mighty and will prevail. The 
statement that Liquid Veneer has no 
equal, no competitor, is absolutely true. 
C. The very men who had protested 
against the retail price soon duplicated 
and increased their orders and expressed 
surprise that Liquid Veneer sold so 
readily at fifty cents a bottle. 

This was a case where the manufac¬ 
turer understood better than the jobber 
or dealer that the public wanted some¬ 
thing superior and was willing to pay 
for it. The reason, doubtless, is that 
neither the jobber nor the dealer could 
realize what a truly remarkable pro- 
20 


4 


f, The 

|j Pauper C&re ©f ; 
( Yoaar FairsaSiiar© 



tM 'I KAU) SmXVLTY OOMPANY 


Walter K. Schmidt, famous 
authority on wood finishes, 
points out superiority of Liquid 
Veneer in his book, “The Pro¬ 
per Care of Your Furniture.” 






duct Liquid Veneer is and they very naturally put it in the 
same category with ordinary furniture polishes. 

But we had another grave problem to solve in order to have 
Liquid Veneer universally used and to accomplish it within 
a reasonable period of time. Housekeepers were not accus¬ 
tomed to polishing their furniture and woodwork, unless it 
were at housecleaning time; therefore, any polishing or cleans¬ 
ing agent would, of necessity, be of uncertain and intermittent, 
instead of daily, use. 

A woman could not forget to use soap in her home because 
the necessity was daily forced upon her; she could not forget 
her feather duster because her daily dusting reminded her; 
she could not overlook her broom because her floors promptly 
reminded her of the necessity for its use, but she could quite 
readily forget, or entirely neglect to polish her furniture and 
woodwork, at least until housecleaning time. 

Here is the way the problem was solved: In the first place 
we found that the most marvelously effective way to dust 
woodwork and furniture, a method that instead of scattering 
the dust, as is the case with a feather duster or dry cloth, 
actually picked up and entirely carried away the dust and dirt 
for good, was to take a piece of cheese cloth for a duster, 
moisten it moderately with Liquid Veneer and dust with that 
cloth. By adopting this method five distinct and very desirable 
things were accomplished in one single operation so First, 
dusting so effectively, so beautifully and so easily that no 
other method can possibly equal it. Second, stains, spots and 
finger marks were removed. Third, small scratches and mars 
were obliterated. Fourth, woodwork and furniture were beau¬ 
tifully polished. Fifth, the finish was nourished and preserved. 
Truly, as I said before, a wonderful array of good things so so 
The solution was simple. Feature these points in ads and pound 
away constantly on the dusting feature until the point would 
be reached where a woman, thinking of the necessity for dust¬ 
ing, instantly associated Liquid Veneer with her dusting thought 
and the day would be won ! 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


21 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


From that time we used, in our advertising campaigns, such 
expressions as these: “ Do Your Dusting With Liquid Veneer, 

“ Throw Away Your Feather Duster and Dust With Liquid 
Veneer,” “ Liquid Veneer, Use It For Dusting,” and many 
others of a similar character. 

There is no doubt that the marvelous efficiency of Liquid Veneer 
for dusting, did more than any other one thing to bring about 
its use in such enormous quantities all over the world. This, 
then, was the triumph of an idea. 

My readers will appreciate that the distribution and use of 
Liquid Veneer is not confined to any particular country, class 
or creed. It is used in every civilized part of the world, from 
the Valley of the Yukon, in Alaska, to the tropical regions of 
South America and Africa; in the remotest mining towns of 
Siberia and in South Africa and Chile; in the Occident and 
the Orient; in New York, London, Paris, Buenos Aires, Mel¬ 
bourne, Montreal, and thousands of other cities throughout 
the world, as well as in the little villages and the country cross¬ 
roads so so 

It is used in imperial palaces and in the humble dwellings 
of the poor; on board great steamships that circumnavigate 
the globe; in Jerusalem, the Holy City; in Rome, the Eternal 
City, with its Vatican and art treasures; in Mecca, reverenced 
by the Mohammedans; in Peking, with its Buddhist temples 
and its wonderful old palaces containing some of the most 
beautiful furniture in the world; in Calcutta, the capital of 
India, that country of mystery and romance. 

The sale and the usefulness of Liquid Veneer know no bounds ; 
its quality, no equal; its popularity, no rival. These are the 
reasons why it has been said in connection with this famous 
product—“ Oil Polishes Come and Go, but Liquid Veneer 
Goes On Forever.” 

This is world record number one with which this story has 
to do. Without it, Chapter IV of this booklet would never have 
been written. 

To introduce and sell so meritorious an article as Liquid Veneer 

22 


in every nook and corner of the universe, an article that im¬ 
proves and beautifies every home, reduces labor, conduces 
to sanitation and good health, and, therefore, benefits humanity, 
is a world record of which I am very proud and the revenue I 
have derived from it has made it possible for me to engage in 
a still greater enterprise, the development of the most useful 
animal to mankind in the world—the thoroughbred Holstein 
cow to so 

In this way, world-record Liquid Veneer has a very definite 
connection with that other record holder, Segis Fayne Johanna, 
whose greatness was developed at Pine Grove Farms, which 
were bought and at first operated with Liquid Veneer money. 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


CHAPTER IV 


N the year 1911, I purchased a farm of 
193 acres located thirteen miles from Buf¬ 
falo so This formed the nucleus of Pine 
Grove Farms. I have added, however, to 
my original purchase until my holdings 
comprise 1100 acres. I really purchased 
the original 193 acres as a home for a 
few trotting horses, which I owned, trained and raced for 
recreation so so 

I will not, for lack of space, go into describing the interesting 
work of developing that farm and erecting a lot of buildings, 
nor of how I happened to decide upon raising Holsteins. I 
made my first purchase from Mr. M. L. Allen, of Niobe, N. Y., 
who came to me as Farm Superintendent and whose herd of 
eight registered Holsteins I bought. 

I learned that there was a great demand for registered Holstein 
cattle, because they were the greatest producers in the world 
and held all world records for both milk and butter production 
for all periods of time, from one day to one year. I virtually 
ate up all the literature I could find on the subject. 

23 









A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


I found it to be most intensely interesting. Why, just think 
of it! The cow is the foster-mother of the human race; she 
yields the most delicious food in the world—milk, cream, 
butter and cheese. Her flesh, veal and beef, are practically 
the standard meats of the world Her hair is valuable for 
plaster, her hoofs for glue, her horns for combs ; her hide makes 
the best leather in the world and she is our one great source 
of supply of that commodity. 

When I learned from Federal statistics that the average annual 
production of milk per cow throughout the United States is 
3,500 pounds and that at the time of which I am writing one 
purebred, registered Holstein cow had produced, under official 
test, over 30,000 pounds of milk in one year, (since then the 
record is over 31,000 pounds, or nearly ten times the average 
yearly production of milch cows in the United States), the 
possibilities seemed stupendous. 

When I further learned and considered that cattle are abso¬ 
lutely necessary to maintain the fertility of the soil and that 
it is a well-known fact that the crop production of some dairy 
farms is frequently double the production of farms where no 
cattle are kept, I could clearly see that the development of 
high-producing dairy cattle is one of the most broad-gauged 
and patriotic occupations in which one can possibly engage 
Among my early purchases were a two-year-old heifer, for 
which I paid $1,000, a six-year-old cow that had made twenty- 
six pounds of butter in seven days in official test, for which I 
paid $625, and an eight-months-old bull that cost me $2,500. 
To me, these early investments seemed fabulous sums to pay, 
but they were as nothing to that which followed. 

I think there is no doubt that every well-intentioned person 
likes to engage in an occupation from which others may derive 
benefit, the community at large, for instance. That is exactly 
the way I felt about the Holstein business; in fact, it seemed 
to be the most interesting business and the one most prolific 
of great results of any I had ever known and I determined 
that at the earliest opportunity I would purchase the very best 

24 


animals in the world, if I could secure them. I realized that 
the most important thing for me to do to put my farm and breed¬ 
ing enterprise “ on the map,” as well as to raise the very high¬ 
est-producing animals in the world, was to purchase the greatest 
sire that money could buy. The most outstanding animal that 
came to my notice at that time was a bull named “ King of the 
Pontiacs ” and through another party I offered Stevens Broth¬ 
ers, of Liverpool, N. Y., the sum of $50,000 for that bull The 
offer was declined. 

The few of my friends that learned I had made such an offer 
for a bull looked at me in such blank astonishment that I thought 
they felt certain I was going crazy. I looked over the pedigrees 
of all the great sires of which I 
could get a list, studied them 
carefully, talked with breeders 
and personally visited a number 
of herds and sires in my effort 
to get the best in the world 
One day, when conversing with 
Barney Kelly, the Holstein 
auctioneer of Syracuse, N. Y., 
he asked, “ Why don’t you buy 
that bull of Dollar’s? His name 
is ‘ Rag Apple Komdyke 8th, ’ 
and let me tell you he is the 
greatest bull in the world.” 

I had never seen this sire, but 
I knew about him, and that 
“ greatest bull in the world ” 
talk, if true, appealed to me more powerfully than I wanted 
Kelly to realize. I did not say anything to Mr. Kelly, but I 
studied the pedigree of Rag Apple Korndyke 8th very care¬ 
fully, and the more I studied it the greater was my desire 
to own that animal. 

Mr. Dollar had developed the greatest herd of cattle in the 
country, of its size ; he had developed several Champions of 

25 



Rag Apple Korndyke 8th 
the Greatest Bull in the World 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 




A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


the World, one of them being Pontiac Lady Korndyke, Cham¬ 
pion of the World, over all ages and breeds, and mother of 
Rag Apple, and it was generally understood that this wonderful 
herd would be sold, since Mr. Dollar had recently died s— ve¬ 
in order that you may fully understand the greatness of Rag 
Apple Korndyke 8th, I want to explain that he carries seventy- 
five per cent of the blood of the greatest bull the world had 
ever known, Pontiac Korndyke, whereas, King of the Pontiacs, 
for which I had offered $50,000, carried only fifty per cent. 
Besides, King of the Pontiacs was nine years old, while Rag 
Apple Korndyke 8th was only four years past. 

While I was considering these matters the dairy papers an¬ 
nounced that the great Dollar herd was going to be sold at 
public auction at the Liverpool, N. Y., Sale Pavilion, January 
4th and 5th, 1915, to close the Dollar estate, and that it would, 
of course, be headed by that great young sire, Rag Apple Korn¬ 
dyke 8th so so 

In company with Mr. Allen, I immediately went to Heuvelton, 
N. Y., to the Dollar farm, to have a look at the bull. We found 
him a magnificent specimen, a show animal of the highest type, 
and I then and there made up my mind that I was going to 
own that bull or there would be some real fireworks at that 
auction sale. 

It was generally conceded that Mr. Dollar had raised and 
developed the highest record-quality herd of cattle in the world, 
and an opportunity to buy at auction such wonderfully-bred 
and high-record Holsteins had never before been presented 
to the public, and I might never again have such an opportunity. 
C. I had never “ plunged ” into anything in my life. Up to this 
time I had invested money in a good many enterprises, always 
in a careful, conservative way, but here was rather a different 
situation; here was an opportunity that might “knock but 
once,” so with my jaw set and in company with Mr. Niemann, 
my business manager, Mr. Allen, my farm superintendent, 
and four or five close personal friends, I attended the sale so 
There was a great attendance; Holstein breeders from Maine 

26 


to California were present and interest and excitement ran 
high. After the opening announcement and speeches were 
made the sale began and good prices were realized from the 
beginning. At noontime, before the sale was adjourned for 
luncheon, it was announced that the first animal to be sold 
that afternoon would be the great sire, Rag Apple Korndyke 8th, 
and all were requested to be in their places for the event. 
There was a rush for seats until the pavilion was packed to the 
doors. When the audience had settled itself there appeared, 
coming up the inclined runway to the elevated platform, the 
massive head and shoulders of Rag Apple Korndyke 8th. When 
he came into full view, with head up, gazing at the crowd in 
apparent wonder at his surroundings, with his shining hide, 
great crest and straight-back line, he presented a magnificent 
picture of animal strength and individuality. Immediately there 
was a buzz of suppressed excitement, then an outburst of ap¬ 
plause and the great sale was on. 

More announcements and speeches by the salespeople and 
representatives of Mr. Dollar’s estate, and the incomparable 
Barney Kelly, with customary piece of rubber hose in hand, 
pounded the stand and called for bids. “ Five Thousand Dol¬ 
lars,” came the first bid, quickly followed by “ $6,000,” “ $7,- 
000,” “ $8,000.” Mr. Allen was to do the bidding for me, 
but up to that time he had been as silent as a sphinx. “Ten 
Thousand,” some one called out and at that point Mr. Allen 
bid Eleven Thousand. 

“ Another man in the game,” cried the auctioneer. “ $12,000.” 
“Thirteen Thousand,” spoke Mr. Allen; “$14,000 ” came 
from a competitor. “ Fifteen Thousand,” again spoke Mr. 
Allen and there was a round of applause, our bid equaling 
the world-record figure for a dairy bull at public auction 
Mr. Allen did not stop there, but continued to bid—“ $16,000, 
$17,000, $18,000, $19,000, $20,000.” At this everybody stood 
up and cheered. “Twenty-one Thousand,” spoke somebody; 
“ $22,000,” came from Mr. Allen. Then there was a slight 
pause; “$22,500,” came from the other side of the room, 

27 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


just a little groggy like—the first break in round thousands. 
I leaned over to Mr. Allen and whispered, “ Round it out to 
$25,000, quick, and he may stop for good.” “ Twenty-five 
Thousand Dollars,” called Mr. Allen amid thunderous ap¬ 
plause and the bidding stopped. 

Was it possible that I was to get this great animal at that figure? 
Yes, it was ; they worked hard for more bids, but Kelly finally 
called, “ Sold to Mr. Cabana, of Pine Grove ”; and what I 
believe to be the best business investment I ever made had 
been consummated. 

It was a world record—the highest price ever paid for a dairy 
animal at public sale But this is not one of the two world 
records which this story is intended to relate. 

In addition to buying this great bull, I bought fifteen cows 
and heifers, the very cream of the herd, including Pontiac 
Pet, former Champion of the World, and one of the greatest 
cows living. The sixteen head cost me $59,750, and constituted 
the largest sale of cattle ever made to one individual, another 
world record—which does not count in this narrative, as there 
were still greater things in store for Pine Grove. 

And now I come to the one cow that had become famous long 
before she was brought into the limelight as “ The Liquid 
Veneer Cow.” I refer to Segis Fayne Johanna, purchased by 
me in June, 1913, at a sale at Syracuse, for $1,400. I had read 
about her, and studied her pedigree, and went to Syracuse 
purposely to purchase her if she suited me individually, but 
expected to pay a great deal more than $1,400. 

When she was led into the ring she looked just a little delicate 
and when I had bid $1,400 I turned to an acquaintance and 
said, “ This is my last bid; she looks too delicate to me to go 
higher. If they want her they can get her.” It makes me shudder 
now to think how easily somebody could have gotten this great 
prize away from me had he made one more bid. It was not 
forthcoming, however, and she became my property. 

When I bought Segis Fayne Johanna, she had a record of 
30.66 pounds of butter in seven days—that is, the butter con- 

28 



tent of her milk production for seven consecutive days amounted 
to that much. That was a very creditable record for a junior 
three-year-old. When five years old she increased her record 
to 31.89 pounds and at that 
time I was offered $6,400 for 
her and a nice heifer calf she 
had just presented us; so, in 
a very short time I could have 
netted a handsome return on 
my investment had I decided 
to sell her and the calf s* But 
I sold neither. 

When six years old, Segis 
Fayne Johanna increased her 
record to 35.30 pounds of butter 
in seven days, which even then 
placed her among the great 
cows of the world, for at that 
time there were less than forty 
cows that had records as great as 35 pounds. C, At seven 
years, she dropped back a little, her best effort being 33.29 
pounds of butter, but this gave her credit for four records of 
thirty pounds or over to date; and when it is considered that 
there were only two other cows that had similar records, it will 
be seen that Segis Fayne Johanna was already a great cow. 
In fact, her four records averaged higher than those of her 
two competitors, and in that respect she was even then cham¬ 
pion of the world. 

The following year, as an eight-year-old, Segis Fayne Johanna 
had developed into a wonderfully big cow, weighing not far 
from a ton. She surely was a magnificent specimen, and her 
calf proved to be a male, a son of Rag Apple Korndyke 8th &<> 
We put her in official test for the fifth time and she certainly 
startled us all and kept us all under terrific tension for some 
time 

I may say here that official records are made under the super- 

29 


Segis Fayne Johanna 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 



A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


vision of officials sent from the Agricultural Departments of 
the States; that these State Departments co-operate with the 
Holstein-Friesian Association of America and that the official 
records are made under very strict supervision and are thor¬ 
oughly authenticated, after which a certificate of Advanced 
Registry is issued by the National Association, and a cow 
making a good record becomes valuable in accordance with 
that record, as do all of her calves. 

Cows in official tests are milked four times a day; that is, 
every six hours, night and day. The very first milking in her 
official test, Segis Fayne Johanna started at a 43-pound gait 
for the seven days. In the second milking she ran at a 47-pound 
gait; the third milking at a 57-pound gait; the fourth milking 
at an average of 49.58 for the seven days, and the second full 
day she ran at nearly a 53-pound gait, the two days combined 
figuring at the rate of 51.26 for the seven days. 

The reader will appreciate the tensity of things when I explain 
that while it had for some years past been predicted that the 
50-pound cow would be developed some day, most people 
considered it would be very far in the future, while others 
thought that mark would never be reached; but the next day 
she dropped down to a 47-pound rate for the day, after which 
she increased again and continued around the 50-pound mark 
from day to day. 

Immediately at the close of her first day’s test we wired to 
M. H. Gardner, of Delevan, Wis., Superintendent of Advanced 
Registry, in whose charge all this official work is done, he oper¬ 
ating through the Agricultural Departments of the various 
States. Mr. Gardner wired back his congratulations and or¬ 
dered a verification and observation test. 

This means that while we already had two supervisors at the 
farm, two additional men came from the Agricultural Depart¬ 
ment and they kept Segis Fayne Johanna under observation 
both night and day; both were present at each milking and 
both made independent tests, each to verify the other ^ 
Here was a marvelous record being made, and the first two 

30 


supervisors also observed and tested the samples and verified 
the figures. Practically, there were four State officials at the 
farm supervising this great record. On the last day, Professor 
H. H. Wing, in charge of the Department of Animal Husbandry 
at Cornell University, and through whose office Superintendent 
Gardner operates for the State of New York, came personally 
to Pine Grove Farms and supervised the last day’s milking, 
together with his other officials. No record in the world was 
more thoroughly authenticated than was the great record of 
Segis Fayne Johanna, and she wound up the day by completing 
the marvelous butter record of 50.68 pounds for the seven days, 
her highest butter production for one day being a little under 
7 3-4 pounds, and her highest milk production being 110.8 so 
At last, the 50-pound cow was a reality. She was Segis Fayne 
Johanna, and I had the great honor of having her in my stable 
as my property. 

The Associated Press flashed the news all over the world and 
Pine Grove Farms at once became the Mecca of the entire 
dairy world. Reporters and editors of dairy and agricultural 
papers in dozens visited Pine Grove. It was a great sensation, 
and requests for the photograph of Segis Fayne Johanna came 
from every direction. We have a record of over 1600 different 
papers that published photographs and an extended account 
of her wonderful performance, not counting mention made 
in the country’s great dailies. 

I had the pleasure of receiving congratulatory telegrams from 
interested people all over the country; one of my friends came 
to my office, warmly shook hands with me and said, “ Cabana, 
I would prefer owning that cow to being President of the United 
States.” so so 

I can not say that I agreed with him, but surely the ownership 
of that cow gave me unbounded pleasure and gratification. 
This record was made nearly two years ago and Segis Fayne 
Johanna still holds it. The second highest record is 47.35, 
and is held by her own daughter Segis Hengerveld Fayne 
Johanna, which I also own. 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


31 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


In conclusion, I wish frankly to answer the question, “ What 
has Segis Fayne Johanna, the Champion Cow of the World, 
to do with Liquid Veneer, and why are they linked together 
in this booklet? ” There are several reasons for it and they are 
as follows: 

First. Some months ago I was approached by a gentleman 
who claimed to know nothing whatever about cows, his claims 
seemingly being fully borne out by his conversation. He wanted 
to buy Segis Fayne Johanna, and urged me to price her 
While I told him I would not part with her at any price, I did 
discuss her value with him and based it upon the selling value 
of her progeny, whereupon he told me that if I would price her 
at $150,000 he would guarantee his people would close the 
deal at once. I declined to act on the suggestion. 

I did not learn who his principals were, but was under a strong 
impression that they were large national advertisers, not in 
any manner connected with the dairy industry and that Segis 
Fayne Johanna was wanted for advertising purposes only 
If she is valuable for advertising purposes to people having 
nothing whatever to do with her breeding and development, 
why should I not tell her story and link her, in the telling, 
with that other World Champion, Liquid Veneer, the product 
that made the development of Segis Fayne Johanna possible? 
C. Before I realized what a stupendous-producing dairy animal 
I had in Segis Fayne Johanna, I had to put her in official test 
for four consecutive years until her great world record was 
made. All this time Liquid Veneer was paying the bills. Why 
should she not be linked with Liquid Veneer, and why should 
she not properly be called “ The Liquid Veneer Cow ? ” 
Second. I consider that these two World Records—Liquid 
Veneer and Segis Fayne Johanna—are the outstanding suc¬ 
cesses of my sntire commercial career, and in this story I have 
merely related some of the details of their accomplishment 50- 
Third. To have developed and produced an article of such 
rare quality as Liquid Veneer, the use of which is highly con¬ 
ducive to health through the elimination of germ-laden dust; 

32 


an article that has been the means of saving immense sums 
of money that otherwise would have been paid for refinishing; 
that has helped to raise the standard of good housekeeping 
and at the same time has lightened the burden of work in 
millions of homes; an article the qualities of which are so pro¬ 
nounced that it is being sold and used in practically every nook 
and corner of the entire world;—this is a work that I feel has 
been decidedly worth while. 

To be fortunate enough to have developed and to own the 
Champion Cow of the World over all ages and breeds, con¬ 
sidering that the cow is, by far, the most useful animal to 
mankind in all the world, is a fact of which I confess I am 
distinctly proud s— 

Fourth. In the hope that it may be of much benefit to any 
man or woman seeking success in life, may I be permitted 
to say that I strongly believe that perseverance in any under¬ 
taking is of the greatest importance. Its importance can be 
proven by so many examples that I will cite only one case 
—that of Segis Fayne Johanna. 

I maintain that after her fourth official test, when she did 
not equal her previous record, as she had attained to the 
mature age of eight years most men would have concluded 
that she had probably seen her best days and would never 
be able to increase her record, and would never have gone 
to the trouble and expense of preparing and testing her again. 
C. Had I taken this view the world would not now have a 
fifty-pound cow, and the full measure of the marvelous ca¬ 
pacity and great production of Segis Fayne Johanna would 
never have been known, and in consequence, the utmost 
advantage could not have been taken of it, as is now being 
done in upbuilding the productivity of the other herds of this 
great country. 

Finally, I have promised you a true story s+ Here it is. As I 
said in the preface, it is true—every word—and I have lived 
every incident of it. That it may be of some benefit to the 

reader is my earnest wish &— 

33 


A TRUE 
STORY OF 
TWO 
WORLD 
CHAMPIONS 


C. SO HERE THEN ENDETH “A TRUE STORY OF 
TWO WORLD CHAMPIONS,” AS WRITTEN BY OLIVER 
CABANA, JR., AND DONE INTO A BOOKLET, 
YULETIDE, MCMXVIII 





CONGRESS 






